Reading List: Making Rain – The Secrets of Building Lifelong Client Loyalty By Andrew Sobel

Andrew Sobel, a strategy and professional development consultant, worked for many years with one of the largest U.S. consulting firms. His book is aimed at those who strive to be considered a trusted advisor to their clients. He uses fascinating stories about Ben Franklin, Machiavelli, and others as well as his own client experiences to point out successful approaches to challenging opportunities.

Sobel sought input from many respected sources in the consulting and corporate world and wove their revelations into such chapters as “How to break through as an expert”, “Gaining the trust of the client”, and “Sustaining relationships.” Sobel disparages the salesperson who only talks about his own company without understanding the client’s business in-depth.

While a terrific read for consultants, it’s also appropriate for the lender who needs to go the extra mile to gain the borrower’s confidence, or the salesperson who needs to add value beyond simply the product or service they are selling.

Read more on Andrew Sobel’s book.  2005